Thinking about outsourcing top-of-funnel? This guide breaks down the current pricing models, the true cost of an in-house SDR, and how to calculate your cost-per-meeting (CPM) so you can make a clean build vs. buy decision.
Thinking about outsourcing top-of-funnel? This guide breaks down the current pricing models, the true cost of an in-house SDR, and how to calculate your cost-per-meeting (CPM) so you can make a clean build vs. buy decision.
Budgeting only for base salary misses reality. A productive SDR carries compensation, employer burden, tool stack, data & enrichment, enablement, and management time.
| Cost component | Typical monthly | Notes |
|---|---|---|
| Base + variable comp (OTE) | $6,500–$9,500 | US OTE ranges, market/location swing |
| Employer taxes & benefits | $1,300–$2,000 | ~20–25% burden typical |
| Sales engagement & data tools | $200–$600 | Sales engagement, dialer, enrichment, inbox infra |
| Management / enablement overhead | $800–$1,800 | Manager time, QA, coaching, reporting |
| Fully loaded monthly | $9,800–$14,200 | After ramp (3–4 months) for a productive rep |
Formula: CPM = (Monthly Cost) ÷ (Qualified Meetings Delivered)
| Scenario | Monthly cost | Qualified meetings / mo | CPM |
|---|---|---|---|
| In-house SDR (fully loaded) | $11,500 | 10–14 | $821–$1,150 |
| Outsourced retainer | $5,000 | 10–14 | $357–$500 |
| Pay-per-meeting (PPM) | $250–$600 per meeting | Metered | $250–$600 |
PPM looks cheapest at low volumes. As your target rises (e.g., 18–24 meetings/mo), mid-range retainers usually beat PPM on CPM while improving quality control.
Compare the true costs of building an in-house SDR team versus outsourcing. See CPM & ROI instantly.
Since 2024, Gmail & Yahoo enforce tighter rules (authentication, one-click unsubscribe within 2 days, and keeping spam reports well under 0.3%). Ignore these and CPM explodes as inboxing tanks. Good providers absorb this complexity.
Related: Parallel dialing • Best cold email tools • Multi-channel outbound
PPM works best when you have tight ICP definitions, modest volume targets, and you’re testing market fit.
When it doesn’t: if you need 18–24+ meetings/mo, a mid-range retainer usually beats PPM on CPM with better learning velocity.
| Outsource when… | Consider in-house when… |
|---|---|
| You need pipeline next month, not in 3–4 months of hiring & ramp. | You have repeatable messaging, a manager with SDR capacity, and long-term hiring plans. |
| You lack deliverability, data contracts, or enablement bandwidth. | You require deep product discovery before every meeting. |
| You prefer predictable CPM at target volumes (e.g., 12–20 meetings/mo). | Your ACV is high and bespoke personalization is mission-critical every time. |
Compare vendors: SalesHive reviews & alternatives • Outbound Sales Pro vs MemoryBlue • Best outsourced SDR agencies (2025)
Drop your numbers into the calculator above (ACV, win rate, meeting target). We’ll show you break-even points for retainer vs. PPM vs. in-house—plus how deliverability risk changes CPM.
Our cold email outreach is designed to beat spam filters, generate high quality leads and appointments that close.
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